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Beyond Reason

Using Emotions as You Negotiate

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Beyond Reason

Written by: Roger Fisher, Daniel Shapiro
Narrated by: Daniel Shapiro
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In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation. In Beyond Reason, they show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain. Communication & Social Skills Management & Leadership Personal Development Psychology Psychology & Mental Health Emotions Business Management Leadership Professional Development Education
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International negotiator experience is shared in this book. There are also examples from every day work type situations. The principles within the book or sound and are in alignment with my life experience.

Unique topic, reading this will validate your instincts

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Daniel Shapiro narrates this book about the extraordinary career of Roger Fisher. the founder of the Harvard Negotiation Project. He say's that your first task is to engage the people. The issues are known. The barriers are high. Your success will depend upon the willingness of the participants to engage and work around the issues, This book is about the arts of an applied personality.

Roger lay's out 5 core concerns that are appropriate to all work environments. If you engage people in a shared concern, then personality becomes both a lens and a lever to resolve those issues. The personal interaction allows you to use conversation as a lens to view personality. Conversation becomes a lever when the people are willing to invest time & effort to meet your needs.

The idea of conversation as a lens deserves some thought. Listen for un-said messages, for the implied meaning of meta-messages and for the "music" that is part of communication. The overall rhythm and cadence of conversation reveals personality. Roger Fisher terms that rhythm and cadence "music". Spend a moment thinking about that personality. Then match it and complement it. That is when conversation becomes a "lever".

This is a fascinating book by a man who did not take "No" for an answer. He turned many "No's" into a "Yes", and this is how he did it.

Personality as a lens and as a lever

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